Page 64 - DMGT205_SALES_MANAGEMENT

Sales Management Hitesh Jhanji, Lovely Professional University

Notes Unit 5: Sales Organisation

CONTENTS
Objectives
Introduction
5.1 Definition

5.2 Need
5.3 Purpose
5.3.1 Defines Lines of Authority

5.3.2 Ensures that all Necessary Activities are Assigned and Performed
5.3.3 Establishes Basis of Communication
5.3.4 Provides for Coordination and Balance
5.3.5 Provides Insight into Avenues of Advancement
5.3.6 Economises on Executive Time

5.4 Developing the Sales Organisation
5.5 Centralisation vs Decentralization in Sales Organisation
5.6 Basic Types of Organisational Structures

5.6.1 Lines Sale Organisation
5.7 Customer Channel Division of Line Authority
5.8 Line and Staff Sales Organisational Structure
5.9 Functional Sales Organisation
5.10 Vertical and Horizontal Sales Organisation

5.11 Summary
5.12 Keywords
5.13 Review Questions

5.14 Further Readings
Objectives

After studying this unit, you will be able to:
 Define sales organisation;
 Discuss the purpose of sales organisation;

 Describe the steps in sales organisation;
 Explain the basic types of organisation.

58 LOVELY PROFESSIONAL UNIVERSITY